Erica Abt

Erica Abt is passionate about both the macro trends and the ‘nitty gritty’ of sales effectiveness. At Symmetrics Group, Erica might be found examining the anticipated impact of the Millennial Generation on sales forces across America. Or, she might be building a detailed process inventory and training curriculum for CRM effectiveness. She brings her experience as a quota bearer and sales manager to help clients tackle complex business challenges, such as account and book of business planning, client service and retention strategies, as well as sales coaching and training.

Recent Posts

Why Leaders Are Failing At Managing Their Generationally Diverse Sales Teams

By Erica Abt

Have you ever heard an experienced sales manager complain about the “young sellers” on their team who demand inordinate attention and TLC, lack accountability, and quickly jump ship to a new and exciting roles elsewhere?

The topic of Millennials and their prevalence in the work place is not uncommon and while many seasoned professionals complain about their insurgence, I rarely hear of helpful tips or useful recommendations of how to successfully manage these “odd creatures”.

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The Highs and Lows of Sales: Part III

By Erica Abt

If you read the first two editions of “The Highs and Lows of Sales,” you probably agree that achieving cyclical sales goals is hard, whether you are an individual sales representative or a manager. Here are a few tips that have helped me find stability when facing challenging business expectations – I hope they help you, too.

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The Highs and Lows of Sales (Part II): Moving to Sales Management

By Erica Abt

Achieving cyclical targets as an individual contributor in sales is not only a professional challenge – it’s also an emotional one. The role tests your ability to keep a constant positive attitude, despite high and low performance across multiple time horizons. When I moved from an individual contributor to a manager, I expected those feelings to lessen. I assumed the further removed I was from the customer, individual stack rankings and intense competition for incentive prizes, the easier it would be to see how my role affected the long-term outlook of the business.

Instead, I found that managing magnified my emotions. I often felt six times the excitement when my team performed well and six times the defeat when my team did not meet expectations. Having just been an individual contributor, I could too easily put myself in their shoes and empathize when team members were frustrated with their performance.

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The Highs and Lows of Sales: Part I Managing the Motion Sickness that Comes with a Sales Role

By Erica Abt

After several of years of facing challenging sales targets, I realized my job had started to feel like a roller coaster, constantly sending me through extreme emotional highs and lows depending on my performance. Most professionals who choose sales or account management as a career path care about hitting goals, but the fact is that most goals are manipulated to stretch the sales rep just enough to encourage him or her to put forth extra effort in order to achieve their targets.

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